Manager - Sales Operations - FMCG

Position Title Sales Operations Manager

Function: Sales

Stakeholders:

Internal:

- SDM

- National Head MT & Alternate Channels

- Replenishment Head

- Commercial

- HR

- Marketing

- Depots

- Product Head / category Manager

- Cake and Rusk Business head

- Head IT

External:

- Distributors

- Retailers

- Capability agency (merchandizing agency)

- Local association of distributors or dealers

Job purpose:

- Ensure compliance to training programs

- Identify training needs for the team and Ensure implementation of the Sales
training Program developed by the Sales Capability team

- Assign KRAs for team, assess performance, Assign ratings, decide increments

- Coach and develop subordinates

Manage Distribution Systems

- Dialogue with A/Ws to expand coverage of CRS systems.

- Work closely with regional Replenishment team to ensure compliance with
receivable norms and improvement in related systems

Manage Sales Development & Trade Marketing requirements for the area

- Draw out S&D/ business/ Territory Heads priorities for the month, monitor Field
Force activity

- Shortlist Trade promotion alternatives, arrive at mechanism options and operation
period.

- Submit Proposal in pre-defined format. Measure activity performance at
periodic intervals on objective parameters.

- Check for adherence of A/W claims to initial Trade Promotion and sign off claim
settlement

New Product Launch:

- Work closely with Brands team to Identify activation opportunity with respect to a
brand, occasion or an event Design and Trade Activation plan and their execution

- Communicate to the Team on the final codification, facilitate roll-out in the
market place and track progress for the same

Education

- Qualification MBA: 7 - 10 years / Non MBA: 10 - 12 years

Desired competencies:

- Leadership skills

- Communication skills

- Commercial Acumen

- Object Orientation

- Process Management